2. Why Develop a Business Plan
To help you:
Maximize selling time
Target clients
Identify potential employees
Manage workflows
Work smarter, not harder
Grow your sales
MDC Operations and Best Practices > Objectives

3. MDC Operations and Best Practices > Business Planning
My 2016 Business Plan
Name:
Date:
MDC Operations and Best Practices > Business Planning

4. MDC Operations and Best Practices > Business Planning
Name:
1. Overview
State of the Union for Business (200 words or less)
     
Vision – Where do you see taking your business in the next 12 to 18 months?
     
MDC Operations and Best Practices > Business Planning

5. MDC Operations and Best Practices > Business Planning
2. Goals, Objectives & Initiatives
Sales Goals
Drive cultural change
“We are all in this together.”
Aggressiveness and sense of urgency
Accountability for decisions and results
Drive profitable growth
Capitalize on Sales Specialization – Print, Promo, eCommerce etc…
Capitalize on strategic selling opportunities
Re-sign expiring contracts and minimize erosion
Drive margin improvement
Focus on the 4 pillars:
New sales with new customers
Growth of existing customers
Hire sales representatives
Consider M&A
MDC Operations and Best Practices > Business Planning

6. MDC Operations and Best Practices > Business Planning
Objectives- these objectives should align with your sales goals (Suggest 5 objectives) 1. 2. 3. 4. 5.
2016 Initiatives – How will you accomplish your objectives listed above?
Objective
Related Initiative
Initiative Description
MDC Operations and Best Practices > Business Planning

7. MDC Operations and Best Practices > Business Planning
Personal Development Objectives
Accountability- Push every rep, be more demanding. Set goals and make them achieve that goal.
Coaching- Pre-call: Who is it, why are they a prospect, what is the plan Post call: How did it go, what are the next steps, etc?
Motivating- Are you preparing your teams emotionally and mentally to do battle?
Growing the Sales Organization- Development of existing staff
Recruiting- “Every new hire is an upgrade.” Every new hire should be hired to be better than existing staff.
1. Accountability:      
2. Coaching:      
3. Motivating:      
4. Growing the Sales Organization:      
5. Recruiting:      
6. Others:      
MDC Operations and Best Practices > Business Planning

8. MDC Operations and Best Practices > Business Planning
3. Talent Management How are you developing the resources that are key to your success?
     
What types of changes do you need to make to elevate your team?
     
Do you have any at risk employees? How can you mitigate these risks?
     
MDC Operations and Best Practices > Business Planning

9. MDC Operations and Best Practices > Business Planning
4. Competitive Analysis Relative to the competitive environment in your area: who are your competitors, what concerns do you have about your competitors, and what can you do in your area to beat the competition?
Competitors
Potential M&A opportunity?
Concerns
How to beat the competition
MDC Operations and Best Practices > Business Planning

10. MDC Operations and Best Practices > Business Planning
5. Opportunities and Risks What are the key opportunities in your region?
     
What risks/obstacles may impact your ability to successfully accomplish your objectives?
     
MDC Operations and Best Practices > Business Planning

11. MDC Operations and Best Practices > Business Planning
6. Performance Measures
Metric
Revenue
GP $
Comments
Prior Year:
Business Loss/Erosion
Business at Risk
Subtotal
New business from prior year wins
New business from current year
Expected Current Year Finish
Goal
Gap
How will your outlined plan improve your performance measures?
     
MDC Operations and Best Practices > Business Planning

12. MDC Operations and Best Practices > Business Planning
7. Existing Account Information
Top Revenue Accounts that Drive 90% of Performance
Account Name
Revenue
Forecast
GP $
Prior Year GP
GP $ Change
Comments
MDC Operations and Best Practices > Business Planning

13. MDC Operations and Best Practices > Business Planning
Top New Accounts that will drive Profitable Growth
Account Name
Revenue
Forecast
GP $
Comments
MDC Operations and Best Practices > Business Planning

14. MDC Operations and Best Practices > Business Planning
Top Down Accounts that will have a Negative Effect on sales
Account Name
Revenue
Forecast
GP $
Prior Year GP
GP $ Change
Comments
MDC Operations and Best Practices > Business Planning

15. MDC Operations and Best Practices > Business Planning
Top Prospects in Pipeline and Selling Stage
Prospect Account
Expected Close Date
Revenue Forecast
GP $ Forecast
Comments
MDC Operations and Best Practices > Business Planning

16. MDC Operations and Best Practices > Business Planning
Contract Renewals – All Contracts Expiring in 2016
Account Name
Renewal Date
Actual Revenue 2015
Actual GP $ 2015
GP Change
Comments
MDC Operations and Best Practices > Business Planning

17. MDC Operations and Best Practices > Business Planning
Financial Review
Measure
2015
Estimated Actual
2014 Actual
Variance
(15 v. 14)
Revenue
New Wins
Total:
MDC Operations and Best Practices > Business Planning

18. MDC Operations and Best Practices > Business Planning
Review
Major Wins > $100K
Major Losses > $100K
MDC Operations and Best Practices > Business Planning

19. MDC Operations and Best Practices > Business Planning
12. Top 10 Pipeline – Expected to Close in 2016
Account
Solution Type
Estimated Annual Value
Estimated Close Date
Probability
High, Medium, Low
Status
MDC Operations and Best Practices > Business Planning

20. MDC Operations and Best Practices > Business Planning
15. Additional Information (Optional)
     
MDC Operations and Best Practices > Business Planning

21. MDC Operations and Best Practices > Call to Action
Develop your business plan
Plan to incorporate at least three new ideas into your business today
MDC Operations and Best Practices > Call to Action